11 months ago
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Server Product Line Manager
The Server Product Line Manager (PLM) is charged with a number of different tasks the key ones being:
- The regional product & technology SME
- Gaps & opportunities analysis
- Regional Point of contact
- Sales Enablement activities
- Supporting CoC Programs
- Responsible for product transitions & managing product lifecycles
- Driving the Server Performance
In essence the PLM should be seen as the trusted advisor to the Global/PG (upstream) & Regional/Field (downstream) teams for Dell EMCs Server Line of Business. He/she needs to be highly active in ensuring the Server LOB is proactively promoted and sold at the right time, right place, and in the right way.
The responsibilities of this position include business planning and executing product launches. The position requires highlighting key specifications for future products and solutions, a deep involvement in forecasting, and creating business cases/contract books.
PRINCIPLE DUTIES AND RESPONSIBILITIES
Regional product & technology SME
Establish a creditable and trusted position within EMEA as being the Subject Matter Expert (SME) for the Server Line Of Business (LOB). The PLM is the regional voice by having strong personal points of view and solid market understanding. The PLM is always on top of customer/partner requirements and keeps key stakeholder up-to-date to educate and to provide guidance to the business.
Gaps & opportunities analysis
Pro-actively using data, sales, customer and partner feedback to identify gaps and opportunities for business recovery or acceleration. Based on Dell EMCs corporate, ISG and/or Server vision and strategy applies insights to the business to ensure the right direction is set for selling more Server products and technology.
Regional point of contact (POC)
The PLM is a key facilitator in having discussion and conversation with Dell EMCs Product Group (PG) / Business Unit (BU) to ensure we have a strong voice in the Server development cycles. Building and maintaining a network with PG/BU planners, engineers and marketers to ensure that customer (end-users & partners) needs are well articulated and incorporated. By influencing the Server roadmap, maximum applicability for the region will be secured. The PLM is an important point of contact in region for PG in understanding regional trends. The PLM is having the ability to collect data/insights if needed, like managing Customer Advisory Councils.
Sales Enablement activities
Jointly work with the broader CoC-team in developing and delivering Sales Enablement activities & tools to ISG & generic Sales teams across EMEA. The nature of Sales Enablement execution is typically educational, but also requires the PLM to act as a true ambassador for Dells Server vision and strategy. He/she will be delivering presentations at internal and external events. (Tech Summit, Field Readiness Seminars, Dell EMC Forums, Partner technology events, etc.) The PLM manages the products (end-to-end) that are showed at event expos and ensures the latest and greatest can be demonstrated by securing funding and budgets when and where needed. In his capacity the PLM works closely with CoC Programs and Events Manager and the Marketing Events-team.
Supporting CoC Programs
The PLM is a real team player by contributing and supporting various CoC programs that are intended to achieve the quarterly products & technology objectives that have been set by either the CoC or the ISG BU. He/she provides input and insights to make the programs work and applicable for Sales/customers/partners. The Dell EMC Loan-depot is a key program that requires active participation and a level of ownership.
Responsible for products transitions & managing product lifecycles
Owning, maintaining and sharing the EMEA Server roadmap. Leading and driving product and technology transitions in working with CoC-peers, in-country Product Managers, and the EMEA PMO group. Working closely with the UPP and Transition Manager for flawless transitions and to avoid End Of Life (EOL) factory/Supply & Demand/procurement cost exposures.
Driving the Server Performance
The PLM is expected to be on top of the overall regional Server performance by continuously monitoring it against the key metrics (KPIs) as defined by the ISG BU during the quarter. The PLM is working closely with his manager to identify, and route-cause, issues and jointly work on tactical actions to overcome negative situations. The PLM has the ability to ad-hoc set the right priorities in managing and solving urgent issues or escalations.
Additional Responsibilities Include
Attending (regional/global) Segment team & PG/COC calls to:
- Stay appraised of all/any developments
- Provide feedback on questions relating to Server performance and/or progress made on a given program in terms of execution
- Best practice sharing
Acting as an escalation point for the regional the ESG community as and when appropriate.
KNOWLEDGE, SKILLS AND ABILITIES
- Extensive experience in product/solutions/sales/marketing/program management role
- Strong understanding of Enterprise industry market trends and Dell EMC customer needs
- Expressing a highly energetic, motivated and can do attitude
- Advanced understanding of LOB/solutions-specific product and solutions technologies
- Advanced ability to translate product technologies into customer benefits
- Feeling highly comfortable in having (senior) executive conversations
- Promoting and fostering positive relations within the Sales and Solutions communities
- Ability to develop working relationships with peers outside of the department
- Customer Focus
- Dealing with ambiguity
- Priority Setting
- Problem Solving
- Drive for Results
- Organizational Agility
- Process Management
- Project Management
KEY RELATIONSHIPS WITHIN THE ROLE
- General Sales ISR/AEs
- Sales Managers & Directors
- ISG Sales - TSR/SCs
- ISG / Solution Managers
- Services & Consulting teams
- Product Line Managers, UPP & Program Managers within the CoC
- Learning & Development
- Partners (Channel and Distribution) & Alliances
- Press & Analysts